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attract high-paying clients

How to Do Less Marketing and Get More Clients in the Next 30-90 Days

August 28, 2018 by Mary Cravets 4 Comments

You run a business, and of course you want to attract more clients.

Wouldn’t it be awesome if you could cut your marketing activities in half, and get twice as many clients or more? What if marketing could be simple and fun?

Impossible? Well no, not really.

As it is, for most business owners marketing is frustrating. Plus every day you find a gazillion new strategies to follow. The worst thing is when you try to do it all – Facebook ads, speaking, blogging, networking, webinars, podcasting, etc. – and none of them produce the results you want.

The post below is really awesome, but also really long. If you don’t have time to read it, I’ve put together a quick Action Guide that shows you how to use this strategy. It’s free and you can get it when you click this link.

I totally get this… I’ve been there too. I’ve found a solution that I’m going to share it with you. You should know though, I paid a steep price for it – the price of my health.

I have a solid business today, on target to earn multiple six figures, but it wasn’t always like this. In fact, the first two years totally sucked.

I was working to the point of exhaustion, always wondering where my next client would come from. And… I got sick. I no longer had a choice –  I had to stop working all those hours. But I also had to feed myself. Getting sick forced me to figure out how to stop being so scattered. This is when I discovered a system to market less and attract more clients.

Here’s what’s in this epic post:

  1. A 5-step system to create a your marketing plan that will allow you to market less and get more clients.
  2. The most common marketing traps and how to avoid them.
  3. How to leverage your marketing strategies, so your results are multiplied over and over.

Let’s dig into it.

Step 1: Stop the Overwhelm

Let’s think about this… in a medical emergency, one of the first things the doctor will do is get control of the bleeding. Until the bleeding is under control, other treatments won’t do much good.

Similarly, to stop overwhelm in business, we have to get control of the bleeding: the bleeding of your time and energy.

If you were to discover the most brilliant strategy today, but you’re totally exhausted and overwhelmed, it’s not going to do you any good.

One big marketing trap: trying to do it all. Facebook ads, blogging, networking, speaking… and on. We may feel worse when we observe others who seem like they’re doing everything without any problem. It makes us think that we that we have to try to do it all. And even worse, we try to do it all ourselves.

You see an expert promoting a marketing strategy that promises a compelling result – something you really want. Then once you get into the strategy, you realize there is a huge learning curve to mastering this new skill, and frustration sets in.

It happens, and you don’t even notice it while it’s happening. It starts with one opt-in, then another, and another. And before you know it, you’re getting 20+ emails a day, each one pulling you in a different direction. Each one sucking your time, talking you into a new marketing tactic and taking you down another rabbit hole. Not to mention that if you try to implement all these things, they take an enormous amount of time, effort and energy.

And before you’ve finished implementing any of them… BING! Another 15 emails have arrived, with strategies that look way more attractive than the frustrating learning curve you’re currently in, so you jump ship and move on to something new.

You consider unsubscribing… but how do you know which strategies to abandon, and which to keep? By the end of Step 2, you’ll know exactly what to unsubscribe from and I’ll give you a tool that will help you do it in 2 minutes or less.

Remember, like in a medical emergency, we’re going to start by controlling the bleeding first.

Here’s what you do. Create two columns on a piece of paper and in the first column write down:

  • All the marketing activities you do consistently
  • All the marketing activities you do inconsistently
  • All the marketing activities you think you SHOULD be doing
  • All the marketing activities you’re curious about trying

Here is how this list generally looks:

Marketing mess

For most people that list is at least 10 items long. And the problem is that if you are a solo professional or a very small company, and if you are focusing on more than 4 of those activities, chances are you’re not doing them well. If you’re focusing on more than 6, you’re probably totally overwhelmed. If you’re focusing on 6, and trying to learn 6 more… you’ll just go completely nuts.

So now, take a deep breath.

Getting this list out of your head and onto paper is the first step to taking your energy back from being so scattered and worried. At least we’ve found out what’s going on and what overwhelms you.

Now let’s fix it.

Following along with the Action Guide will help you get your plan into action faster. Click here to get it now – free.

Step 2: Identify What Works for You

Now you’re going to further focus in the marketing activities that will bring you clients. Great clients.

In the second column, write down the names of your top 10 clients. Only write down the names of clients who are great examples of your ideal client. They are the ones who are easy to work with, appreciate your expertise, and pay you on time without haggling.

It’s important to NOT include any client who makes you cringe or gives you a sinking feeling in your stomach. This personalized plan is going to help you multiply your results many times over, so make sure you’re multiplying the right clients!

When you complete your list, it should look like this:

2015-10-14 07.45.02
Now, consider where each client came from. Draw a line from each client to the marketing effort that brought them to you.

2015-10-14 07.47.53
This will quickly reveal the top marketing strategies you should focus on. Based on my example image, where do you think I should be putting 50-80% of my time?

So, speaking is my most effective strategy. Referrals also brought in several clients, so that will get attention as well. Both of those strategies are working, so it makes sense to focus on doing more of them, right?

List which activities you identified that work best for you.

Now some of you may not have enough clients (or any clients) to do this exercise and come up with results you feel confident with. Here’s what you can do. Take your results from Step 1 and consider the following:

  1. Which marketing activities do you enjoy doing?
  2. Which marketing activities do you know how to do skillfully?
  3. Which marketing activities do you have the highest degree of confidence will work?

The marketing activities that meet all 3 criteria above are the ones that will go on your marketing plan.

One last thing… remember in step one, all those emails that are coming in and pulling you off track? The list you just created of your top marketing strategies will also show you which lists to stay subscribed to and which ones to ditch. Stay on the lists that support and align with your top strategies, and unsubscribe from the rest.

A great free tool to do this is www.unroll.me. You go to one site, enter your email address and password and it detects all of your subscriptions. In about 2 minutes you can unsubscribe from everything that is pulling you off course!

Unroll me

Step 3: Create Your Personalized Marketing Plan

Now you’re going take the top-performing marketing strategies that you identified in the previous step, and get crystal clear about the exact actions you need to take.

Your personalized marketing plan will consist of just 2-4 marketing activities, and how many of them you are going to do each day, week or month.

First, list your most effective marketing strategies and translate them into actions that are 100% under your control. Let me show you what I mean…

Strategy: Speaking engagements
Action: Make inquiries to groups and conferences about speaking

Strategy: Referrals
Action: Ask for a referral

This is an absolutely critical step that can massively change your results. I’ll give you a real-life example of the difference this makes.

I struggled for years to get speaking gigs. Every month I put on my plan, “Book speaking gigs.” And every month, I booked exactly zero.

It was because I put a strategy on my list, NOT an activity. Once I realized this, I changed my plan to “Make 15 speaking inquiries per month”. And immediately started booking gigs.

When you list strategies or results instead of actions, you are setting yourself up to fail, because they are dependent on some outside force (like a group’s organizer saying “yes” to book me). Your plan must outline exactly what you need to do in terms of what you have 100% control over.

Next, decide how many of the actions you are going to take on a daily, weekly or monthly basis. Your basic plan should look something like this:

2015-10-14 13.58.17

How do you decide on the number of actions you should take? Consider a few things:

  1. How many are you doing now?
  2. What results are you currently getting?
  3. What results do you want to get? (i.e. double, triple, etc.)

Let’s say you currently do 5 speaking inquiries per month, and you book 1 speaking gig each month. Your goal is to increase your results to booking 4 speaking gigs per month. You would want to do 20 speaking inquiries each month.

If you don’t have the exact numbers of how much marketing activity you’ve done in the past, then take your best guess. Go on to the next step and you’ll see how to quickly turn your best guesses into great results.

At this point you have a customized plan that is really tight, clear, and ready to implement.

Step 4: Implement and Track

The implementation phase is where things start to really happen in your business… but only if you make implementation a priority. And the truth is, with so many demands on a business owner’s time, it’s easy to let it slip through the cracks. Take this as an example –

A client said recently, “I need more clients.”
I said, “Great. Tell me about the marketing activities you’ve been doing lately.”
Her reply was, “I’ve been so busy, I haven’t been able to squeeze in marketing.”

From an outside perspective, it’s easy to see the error in the thinking here, but the reality is that this happens all the time in the life of an entrepreneur.

Here are two suggestions to make sure you get your marketing done…

First, set appointments on your calendar to do your marketing, and have a “no matter what” attitude about using this time get your marketing done. Turn off your email during this time, and your phone if at all possible, and don’t reschedule the time!

Blog screen shot

Good to note: To get a jump start on my marketing plan, I always book more time in my calendar for business building activities on the first week of the month. The calendar image is an example of how I block my time on the first week of the month only. The rest of the month I only need to do about 1 hour of activity per week.

Second, track your progress. Tracking is a motivator, because it shows you what you’ve accomplished. Plus, it shows you what is still left to do, so you can schedule accordingly. And from your tracking, you can develop a very accurate formula for how to get all of the clients and income you want.

So what should you track? At the most basic level, you want to track activities and results.

  • Activities. These come directly from your marketing plan you created in steps 1-3. Keep a tally throughout the month so you aren’t trying to remember or recreate your numbers at the end of the month.
  • Results. The key to tracking your results is to find a balance between tracking enough information so you can get good data to analyze, but not so much information that you’re spending all of your time tracking numbers! Here are some things you may want to track:
    • Income and/or revenue
    • New prospects (or prospect appointments)
    • New clients
    • Website hits
    • Website inquiries
    • Speaking gigs booked
    • Referrals received

When in doubt, track a little more than you think is necessary. It’s better to have the option to dismiss some data as irrelevant than it is to wish you had more data.

For those of you who did the first steps and got a clear direction for your marketing based on past successes, tracking keeps you on track with actually implementing your marketing plan and growing your results.

For those of you who had to make your “best guess” for your marketing plan, tracking is just as important. Over time, tracking will give you a crystal clear path to follow because it shows you exactly what works and what doesn’t.

It’s easy to confuse being busy with being profitable. Or being well-known with being profitable.

But that’s the great thing about tracking and numbers: they are unemotional. They tell you the truth. They will clearly tell you if you’re on the right track, or need to change something.

After just a few months, you’ll have a formula that will let you know exactly how to plug a certain number of activities into your calendar, and have a predictable number of clients each month.

For instance, let’s take the plan I developed earlier in this blog where the marketing plan is to simply do 15 speaking inquiries and 30 referral asks per month. Let’s say I implement the plan for 3 months and (because I’m tracking my results) I know I’m booking 3 gigs per month, receiving 2 referrals per month and earning on average $8,000 per month.

If I want to double my results, I can simply double my activity levels. Triple my results? Triple the activity.

Creating a formula to accurately predict and control your results is pretty great, but I bet you looked at the suggestion to double or triple your activity and realized that, at some point, you’re going to run out of time.

You’re right. That’s why there is one more step to further multiply your results with less effort.

Step 5: Multiply Your Results

To multiply your results, every activity you do needs to be systematized and connected with your other marketing activities. And when this is in place, the results from your efforts will skyrocket.

Here’s how the multipliers of leverage and systems my top marketing strategy – speaking:

Multiplier #1: Systematize the booking process.
Booking speaking gigs can be very time consuming, so I implemented a powerful 3-step process to quickly identify and book gigs. This saves a ton of time, and results are fantastic. (by the way, in my upcoming webinar, I’m going to share this 3-step process for getting all the local speaking gigs you want … it’ll knock your socks off so keep your eyes peeled for it!)

Multiplier #2: Leverage speaking events to create multiple business-building outcomes.
The presentation is a structured system that leverages the speaking opportunity to get the following results:

Book more speaking gigs. The presentation include an opportunity for the participants to give referrals to other groups who need guest speakers.
Build list. The presentation structure also ensures I get every contact in the room, every time. After the gig, I have systemized follow up so no contacts ever fall through the cracks.
Generate leads. Even in groups where they don’t allow an overt sales offer, the presentation structure I follow generates leads from every audience. And again, the follow up system is in place so no leads are lost.

Multiplier #3: Leverage other marketing channels to generate future clients.
The contacts generated from speaking gigs aren’t always ready to buy right away, so I nurture them by including them in my e-newsletter list where they receive sales offers and valuable content. The content comes from my blog, so now the blog content is doing two jobs – 1. It keeps my website alive and gets some organic search engine love and attention, and 2. Serves to build long-term relationships with the contacts I get from speaking.

This system takes very little time to implement, and smoothly integrates and leverages several marketing strategies.

To multiply the results of your personalized marketing plan, for each activity ask yourself:

  1. How can I systematize this so it takes less of my time?
  2. How can I make connections between my marketing strategies so they leverage each other and multiply my results?

Now that you’ve got this great new tool, it may feel a little strange and unfamiliar, and it will probably take a little bit of practice. If right now you are in massive overwhelm and following a gazillion different strategies, it may take you anywhere from a few days to a few weeks to untangle yourself from some of those activities. But don’t worry. At least now you have a plan to follow. This gives you a way to laser focus on just the 2-4 marketing activities that actually work.

Making these changes may be uncomfortable, but you have a choice: you can either continue with your overwhelm by chasing after whatever strategy your email spits out today, or you can do what successful entrepreneurs do… they focus, identify what’s working, and then follow it religiously.

To get started right away, download my Personalized Marketing Plan Action Guide to help you implement the 5 steps right now.

Filed Under: Income Generation, Marketing, Strategy Tagged With: attract high-paying clients, avoid marketing mistakes, client generation, Effective marketing, marketing, six figures, time management

10 Hard Truths of Entrepreneurship

August 9, 2016 by Mary Cravets 2 Comments

Image3When you become an entrepreneur, you sign up for an amazing journey. One that allows for tremendous freedom, and limitless financial opportunities.

It also comes with a laundry list of frustrations: long hours, cash flow issues, endless learning curves, hustling for clients, marketing, feast-or-famine income, failures, more marketing, cancellations… and the list goes on.

One reason entrepreneurs can stay stuck in these frustrations is simply because of unrealistic expectations. That big gap between what you think entrepreneurial success SHOULD look like and what it ACTUALLY looks like.

Where do these expectations come from? Oh, well, let’s see… maybe people selling the line that we don’t need to work hard or have a list of contacts to succeed? Or the constant message that there are magic ways to become an overnight success. Or simply seeing people who are succeeding without understanding the years of work that got them there?

We fall into the trap of instant success almost without noticing.

How do you escape the trap?

Accept the hard truths about entrepreneurship.

Here are 10 tips focused on the hard truths of entrepreneurship so you can grow, succeed, and keep your sense of humor through the process.

  1. You’re going to have to work. Everyone who has been dubbed an “overnight success” or who has gotten a “big break” that exploded their business put in years of work to get there. Any big break comes from consistently knocking on doors, practicing, and never giving up completely.
  2. It’s a long term commitment. Understand from the beginning that building a business is a process, not a onetime event and it takes time. Here’s a way to check this: experts consider 20% year-over-year increase a phenomenal rate of growth. Successful entrepreneurs will tell you that during their first few years in business, they often felt like a failure. Because they would get one client at a time, not the avalanche of clients they thought they should get. The growth felt agonizingly slow and like they were doing things wrong, only to look back years later and realize that the simple consistency in their early years built all of their future successes.
  3. Income must be a central deciding factor. In a small business, everything competes for attention – marketing, sales, accounting, production. In all this busy-ness and noise, making decisions based on the bottom line can get lost in the shuffle and the results can be disastrous. When making decisions, you must look at your numbers as a primary guiding influence.
  4. Take time (a lot of time) to work ON your business. Working IN your business = marketing, seeing prospects and clients, email, meetings, phone calls, accounting. Working ON your business = vision, strategy, planning, evaluation, development. Without working ON your business, you run the risk of creating a lot of work, but with no direction and poor results.
  5. Get comfortable with being uncomfortable. Entrepreneurs LIVE outside their comfort zone. Which sounds edgy and cool until you discover it means you always have a degree of “I don’t know what the hell I’m doing” going on.
  6. Focus on marketing. You’ve heard the saying, “Do what you love and the money will follow.” Not true. Or how about, “Build it and they will come.” Nope. No matter how brilliant you are or how unique your offering is, you are going to have to actively seek out buyers. No way around it, ever. However, if you’re marketing-resistant, here’s how to make it a lot more fun, authentic, and effective.
  7. Be consistent. To grow a successful business, it’s more effective to take consistent action than it is to make huge onetime bursts of activity. Be consistent with your message and you’ll become known as the expert in your field. Be consistent with your marketing to get out of the feast-or-famine income cycle. Be consistent with self-care so you can actually enjoy the successes you’re building.
  8. Fail, try again, repeat (as quickly as possible). Even Tony Robbins sucked when he started. But he was willing to suck, then try again and work his way up to being mediocre, and then try over and over and over until he became truly a master at his work. You will fail – it’s part of the process, so get used to it. The important thing is to be willing to fail, then quickly make adjustments, and try again as quickly as possible so you can achieve mastery as quickly as possible.
  9. Invest in mentors. You will significantly shorten your timeline to success, and lower your stress levels when you stop trying to figure it all out yourself. Hiring a coach or mentor is reported to give you an 86% return on investment. (Source: International Coaches Federation)
  10. Get used to never being done. Set goals, yes, and achieve them. But entrepreneurs are hard-wired to always look for the next opportunity. As you’re achieving one goal, you’re already seeing the next one – or the next ten!

Bottom line? Entrepreneurship is not for the faint of heart, nor for the “get-rich-quick” seeker.

It’s for hearty souls like you. It’s for workers. It’s for believers and impact-makers. Champions who are tough enough to persevere when obstacles arise, and humble enough to ask for help to ensure their success.

Filed Under: Entrepreneurship Tagged With: attract high-paying clients, avoid marketing mistakes

You Charge an Awful Lot.

April 19, 2016 by Mary Cravets 3 Comments

You Charge an Awful LotAfter giving a prospective client a proposal for my services, and she said “If I look at your pricing, and the actual hours of your time I get, well, it seems like you get paid an awful lot per hour!”

Without missing a beat, we dove into her concerns and she agreed on the spot to sign on as a client. My biggest client to date.

As I hung up the phone, I thought, “WOW. A few years ago, her comment about my pricing would have totally freaked me out.”

What did I say to close the deal? Well, first of all, let’s travel back in time to how I would have responded earlier in my career. I would have started to justify or stammer or lower my prices (or all three) and it would have sounded something like this:

“Well uh, you see you have to understand that I, uh, work from home and, um have to pay for my own insurance and computer and taxes and I, you know, live in California where the cost of living is really high and, you know, I charge less than my competition, so you’re really getting a deal actually but well, I guess, if you want me to give you my best deal, why don’t we take another $1,500 off…”

Groan…

Now, compare that hot mess to how I responded this time:

“It’s so interesting that you bring that up and there are two things going on here that are opportunities for us. The first has to do with us working together and the second has to do directly with your business.

First, I’m glad you brought this up so I can clarify everything you’re getting in this program, and it goes way beyond the hours we spend directly working together. You will also get email access to review any documents or promotional materials you’d like feedback on. Your staff can also have access to me and be included in any of our coaching calls. In between formal calls, if you need support through a specific challenge, you have access. What you get is a dedicated coach so you can meet your goals faster, because you don’t have to figure it all out yourself.

Which brings us to the second opportunity. Why aren’t you charging more? If my prices seem high, I’m betting there is an opportunity in our work together to increase what you’re charging. You’re a 25-year expert running a million-dollar company – why aren’t you charging more? That’s one of the first things we should work on.”

Feel free to use this as a model the next time a prospective client hints that you’re charging too much for your expertise!

Filed Under: Income Generation, Mindset Tagged With: attract high-paying clients, avoid marketing mistakes, Get great customers

How to Build a Six-Figure Coaching Practice, Without Placing a Single Facebook Ad

March 30, 2016 by Mary Cravets 4 Comments

I’ve been bombarded with ads on Facebook recently and started to panic… “I better learn about how to master Facebook ads or I’m going to fail. I need to keep up, stay relevant, not miss the boat!”… and I bet I’m not the only one to freak out like this.

Then sanity returned and I thought, “WAIT. STOP. This is crazy. I built my business to beyond six figures without placing a single Facebook ad.”

Which brings us to this article where I’m going to show you exactly how I did it.

If you’re like most coaches, you are a completely amazing human being. You love your profession, you’re a hard worker, you adore your clients, and when those clients have “aha” moments, you’re floating on Cloud 9. And…

If you’re like most coaches, you spend a lot of time worrying about how to fill your business with great clients.

I get it. The first few years of my own Business Consulting practice was definitely like that. Chasing after every strategy that every expert proclaimed to be the answer to all of my business woes. “Live events!” they shouted. “Speaking! Social Media! Blogging!” they insisted. “Joint Ventures! Podcasting! Write a Book in a Weekend!” they proclaimed.

I ran around and ran around and ran around. Wanting to do good for my clients. Wanting more clients. But ultimately just completely burning out.

To survive the burnout (and avoid it in the future), I created a simple plan to fill my business with great clients and pass the 6-figure mark.

And I’m going to give you that exact plan right here.

The plan is crazy simple, and includes a complete marketing system of just 5 client-generation strategies. To get a simplified checklist you can follow each month, plus email templates, audio training, and more, be sure to download the Implementation Guide.

Ready for the details?

Client Generation Strategy 1: Referrals (20 “asks” per month)

Why this works. Referrals come to you as warm leads, so you have a better closing ratio, they make better clients, and generally are more profitable. Just this single strategy can double your income. But how do you get more referrals consistently?

Where to start. The first thing that stops people from asking for a referral is not wanting to feel pushy. The solution? Knowing exactly what to say. Here are a few samples of how to ask for a referral professionally, conversationally, and without being pushy.

  • Is there anyone else you know who could use my services?
  • Have you run into anyone recently who could use my help?
  • Who have you met lately who could use my help?
  • I always appreciate referrals!

Next steps. Even with the right words, referral generation can feel very hit-or-miss. Which is why you need is a systematic strategy to make referrals come in consistently. It simply requires regular contact, tracking, and nurturing of your list. When you do this, you can double or triple the referrals you get within a couple of months. To get my complete referral generation system, including an audio class that walks you through it step-by-step, download the Implementation Guide.

Client Generation Strategy 2: Speaking (20 inquiries per month)

Why this works. Instead of spending hours and hours meeting potential clients and trying to establish credibility one at a time, speaking allows you to gain instant credibility in front of a room full of potential clients. It’s a much more leveraged, effective use of your time!

Where to start. The first step is NOT writing your complete talk. You can spend a month or more writing your talk… but for what audience? The most important first step is to start doing inquiries to groups about speaking.

It may surprise you, but it isn’t necessary to have a complete talk prepared in order to be booked as a speaker. Here is all you need to prepare:

  1. Catchy title that speaks to your ideal client’s wants and needs
  2. A short paragraph giving a general overview of the topic
  3. Three to five bullet-points listing what the audience will get out of the talk

To see examples, go to the Speaker page of my website: https://simplygetclients.com/speaking/

Next steps. Start reaching out to groups who align with what you offer and inquire about being their speaker. To find groups who want speakers, use Google searches, ask for referrals from colleagues, and if you want the no-fail search strategy and “magic” inquiry email that my clients and I have used to book our schedules solid, download the Implementation Guide.

Client Generation Strategy 3: Teleclasses (1 per month)

Why this works. This strategy gives you all the benefits from Strategy #2, with the additional benefit of creating valuable content that you can use again and again.

Where to start. The key to using this strategy is to get started. Don’t get caught up in technology or attracting a huge crowd… that will come. Your immediate goal should be to simply conduct your first teleclass, and make a sales offer of some kind. That’s it. Keep it simple! Here’s how to get started quickly:

  1. Use the catchy title and take-aways you created in Strategy #2, and set a date to do a teleclass.
  2. Get a teleconference line. I’ve used both FreeConferenceCall.com and StartMeeting.com. Both are free and user-friendly.
  3. Send out the class details to your list, post on Facebook and other social media channels.
  4. Do the class, making sure to make a sales offer and record the class
  5. After the class, review the recording and the results, adjust anything that didn’t work.
  6. Set a date for your next teleclass!

Next steps. Once you’ve gotten over the hurdle of doing your first teleclass, now you can get more strategic. There are the three main areas of opportunity to focus on:

  1. Building your audience
  2. Leveraging your content (teleclass recordings)
  3. Refining your sales offer

Take these one at a time. Listen to other experts’ teleclasses for ideas on how to improve your delivery. And (you guessed it) download the Implementation Guide. I include details about how to grow your audience, leverage your content, and two great tricks for making sure your audience stays for the entire teleclass to take advantage of your offer!

Client Generation Strategy 4: Prospect Follow up (20 per month)

Why this works. People who have expressed interest in working with you, or who have worked with you in the past are considerably more likely to hire you again in the future if given the chance. Any time you have a new program or a special offer, these are the people you want to contact first!

Where to start. Create a list of all of your past prospects and clients with their contact information and put it in an easy to access location. You must start here, because if you start the process by digging around your desk and computer for contact information in order to reach out to these people, you’ll likely get frustrated or distracted and end up not making any contacts at all. Get the list created first so each month you can simply reach out to these prospects and check the activity off your list.

Next steps. Contact your prospects monthly. This can be done via email, text, phone, or social media. You just want to stay top of mind and nurture your relationship with these contacts, so the method of contact is not particularly important.

Client Generation Strategy 5: E-Newsletters (1 per week)

Why this works. On any average day when your path crosses with another human being, they do not need your services right at the moment. However, within the next 6 months to 2 years, it’s highly likely that they, or someone they know, could use your services… IF they remember you and have easy access to your contact information! That’s where e-newsletters come in.

Where to start. When sending it out, always keep these six elements of a successful newsletter in mind:

  1. Provide value, whether or not your reader does business with you
  2. Show your personality
  3. Make offers to work with you further
  4. Be consistent
  5. Less is more (keep content brief!)
  6. Always be growing your list

Next steps. If you want more, get the Implementation Guide. It includes a link to one of my most popular trainings, “How to Create E-Newsletters that Make Prospects Say YES” plus my top four list-building tricks (including how you can add 50-200 contacts to your list before the end of the week!).

FAQ

There you have it. That’s how I did it. And to wrap this up, here are a few Frequently Asked Questions. Please feel free to contact me if you have questions I didn’t address here.

  1. Was there anything else you did besides these five strategies to get to 6 figures?

Yes, of course. A sales conversation structure, time management, marketing messaging, ideal client profile. But honestly, I was pretty sloppy with these things. I had a basic handle on them all, but didn’t spend much time on them.

I only included the client generation strategies in this article because I can track back every success I’ve had to absolutely NAILING my client generation strategies. Everything else is secondary.

Implement the client-generation strategies I shared, start getting clients, and everything else will follow. Without clients, you don’t have a business, you don’t have income… the rest is simply refinement.

  1. But what if I don’t want to do speaking? (or e-newsletters, or your other strategies)

If you don’t want to do any element of this plan, then don’t. Your marketing plan should be as unique as you are. In a separate article, you can get a step-by-step guide to create your personalized marketing plan.

For your personalized client generation plan to get you to beyond the six figure mark you must do two things.

First, include activities that give you visibility and credibility, opportunities to make new contacts and sales offers, and systems to keep you top of mind.

Second, all of the elements must mesh with and leverage each other so when you engage in one area of the plan, all of the other parts are activated so you get the biggest results with the least amount of effort.

  1. Does this really work?

Yes, IF you implement consistently and your services are priced right.

All of the strategies in the world will not get you to six figures with your sanity intact if you are selling your products and services cheaply. I highly recommend you look at raising your prices, and creating high-ticket packages.

Commit to valuing your expertise, and charge accordingly. Commit to providing a higher level of transformation, and charge accordingly. Commit to asking your clients to commit to themselves at a higher level, and charge accordingly.

  1. How do you price your programs?

In a word, generosity.

I charge a fee that allows me to be generous with my time without resentment. That way, I can commit fully to my client’s success without haggling over adding an extra appointment or resource to their program.

My pricing also makes sure that I am being generous to myself. By asking my clients to invest in themselves at a significant level, I honor the value of my time and expertise, and get the peace of mind that comes with getting paid well for doing excellent work.

This philosophy of generosity-based fees creates an amazing synergy where my clients get better results than they imagined possible, and I can truly show up and be present because I am valuing myself and respecting the worth of my abilities.

Any other questions? Don’t be shy. Contact me. Let’s see what we can do together.

Filed Under: Marketing Tagged With: attract high-paying clients, Marketing strategies More results faster Avoid marketing mistakes Eliminate resistance

Free Teleclass: 7 Simple Strategies to Triple Your Income AND Have a Life!

May 14, 2015 by Mary Cravets Leave a Comment

7 Simple Strategies to Triple Your Income AND Have a Life!..

ImageIt’s almost halfway through the year and you’re wondering –

“When is this all going to turn around? I work and work and work, and some days it’s so overwhelming. Am I doing things wrong? Will I ever reach my BIG goals? This is NOT why I started my own business!”

You know the answer is NOT just working more, but where does that leave you? Feeling little lost?

I can help.

I did the “more work” thing for years and slowly burned out my health and my motivation, until I learned just a few key strategies that turned me around for good.

Join me as I share exactly what I did (and what my high-paying clients now do) to triple my income and cut my work time in half.

Click here to register now.

Here is just some of what you’ll learn:

  • The best sales and marketing strategies to attract high-paying clients. I’ll share the top 3 that kept a steady stream of leads and new clients rolling in.
  • How to stop working all the time. It’s holding you back, trust me. I’ll teach alternatives that are more fun, healthy and profitable!
  • #1 way to boost your confidence. In networking, marketing, selling, and serving, your confidence level will impact your success. I’ll teach one simple step that will have your self-confidence growing every single day.
  • How to yank yourself out of overwhelm with one powerful question. This tip is the most important one of all, and totally changed my ability to get things done quickly and calmly.

Click here to register now.

This free teleclass is being held on Thursday, May 14th at 10am Pacific (and Arizona) / 11am Mountain / 12noon Central / 1pm Eastern.

This is your year. I believe it – do you? You’re so close to making it happen, and all you need is a few simple tweaks to have your business take off. Be on the call, and let’s see if together we can make this your best year yet!

Click here to register now.

Tagged With: attract high-paying clients, best sales and marketing strategies, boost your confidence, cut work time in half, fun healthy profitable, have a life, key strategies, simple strategies, stop working all the time, triple your income

Free Teleclass: 7 Simple Strategies to Triple Your Income AND Have a Life!

May 14, 2015 by Mary Cravets Leave a Comment

7 Simple Strategies to Triple Your Income AND Have a Life!..

ImageIt’s almost halfway through the year and you’re wondering –

“When is this all going to turn around? I work and work and work, and some days it’s so overwhelming. Am I doing things wrong? Will I ever reach my BIG goals? This is NOT why I started my own business!”

You know the answer is NOT just working more, but where does that leave you? Feeling little lost?

I can help.

I did the “more work” thing for years and slowly burned out my health and my motivation, until I learned just a few key strategies that turned me around for good.

Join me as I share exactly what I did (and what my high-paying clients now do) to triple my income and cut my work time in half.

Click here to register now.

Here is just some of what you’ll learn:

  • The best sales and marketing strategies to attract high-paying clients. I’ll share the top 3 that kept a steady stream of leads and new clients rolling in.
  • How to stop working all the time. It’s holding you back, trust me. I’ll teach alternatives that are more fun, healthy and profitable!
  • #1 way to boost your confidence. In networking, marketing, selling, and serving, your confidence level will impact your success. I’ll teach one simple step that will have your self-confidence growing every single day.
  • How to yank yourself out of overwhelm with one powerful question. This tip is the most important one of all, and totally changed my ability to get things done quickly and calmly.

Click here to register now.

This free teleclass is being held on Thursday, May 14th at 10am Pacific (and Arizona) / 11am Mountain / 12noon Central / 1pm Eastern.

This is your year. I believe it – do you? You’re so close to making it happen, and all you need is a few simple tweaks to have your business take off. Be on the call, and let’s see if together we can make this your best year yet!

Click here to register now.

Tagged With: attract high-paying clients, best sales and marketing strategies, boost your confidence, cut work time in half, fun healthy profitable, have a life, key strategies, simple strategies, stop working all the time, triple your income

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